MEDDIC/MEDDPICC — エンジニアが知るべきセールスフレームワーク

# app/services/metrics_calculator.rb
# FDE がデモ環境で顧客のメトリクスを計測するサービス
class MetricsCalculator
  def self.benchmark_comparison(customer_data)
    baseline = customer_data[:current_processing_time_ms]
    arclight_result = ArcLight::Pipeline.process(customer_data[:sample_payload])
 
    improvement_ratio = baseline.to_f / arclight_result.duration_ms
    annual_hours_saved = calculate_annual_savings(
      baseline: baseline,
      improved: arclight_result.duration_ms,
      daily_volume: customer_data[:daily_transaction_volume]
    )
 
    {
      current_latency_ms: baseline,
      arclight_latency_ms: arclight_result.duration_ms,
      improvement_factor: improvement_ratio.round(1),
      annual_hours_saved: annual_hours_saved,
      # ↓ 経営層に刺さるのはこの数字
      estimated_cost_saving_jpy: annual_hours_saved * customer_data[:hourly_engineer_cost]
    }
  end
 
  def self.calculate_annual_savings(baseline:, improved:, daily_volume:)
    saved_per_request_sec = (baseline - improved) / 1000.0
    daily_saved_hours = (saved_per_request_sec * daily_volume) / 3600.0
    (daily_saved_hours * 365).round(1)
  end
end

# app/services/decision_criteria_tracker.rb
class DecisionCriteriaTracker
  def initialize(deal)
    @deal = deal
  end
 
  # PoC 結果から Decision Criteria を更新
  def update_from_poc(poc_results)
    poc_results.each do |criterion|
      dc = @deal.decision_criteria.find_or_initialize_by(
        name: criterion[:name], category: criterion[:category]
      )
      dc.update!(
        weight: criterion[:weight],              # 顧客の重視度（1-5）
        our_score: criterion[:our_score],         # 自社評価（1-5）
        competitor_score: criterion[:competitor_score],
        evidence: criterion[:evidence]            # PoC での実証結果
      )
    end
  end
 
  # ギャップ分析：競合に負けている重要基準を洗い出す
  def gap_analysis
    @deal.decision_criteria.map do |dc|
      gap = dc.our_score - dc.competitor_score
      { criterion: dc.name, weight: dc.weight,
        our_score: dc.our_score, competitor_score: dc.competitor_score,
        risk_level: gap.negative? && dc.weight >= 4 ? "high" : "low" }
    end.sort_by { |r| r[:risk_level] == "high" ? 0 : 1 }
  end
end

# app/services/pain_identifier.rb
# 顧客環境の診断から Pain を自動分類するサービス
class PainIdentifier
  PAIN_CATEGORIES = {
    performance:  { signals: %w[high_latency timeout retry_storm],
                    impact: "ユーザー離脱・売上機会の損失" },
    reliability:  { signals: %w[error_spike crash_loop data_inconsistency],
                    impact: "サービス停止・信頼性低下" },
    scalability:  { signals: %w[resource_exhaustion queue_backlog memory_pressure],
                    impact: "成長のボトルネック・インフラコスト増大" },
    operational:  { signals: %w[manual_process alert_fatigue deployment_failure],
                    impact: "エンジニアの生産性低下・バーンアウト" }
  }.freeze
 
  def self.analyze(diagnostic_report)
    PAIN_CATEGORIES.filter_map do |category, config|
      matched = diagnostic_report[:signals] & config[:signals]
      next if matched.empty?
 
      severity = matched.length * (diagnostic_report[:error_rate].to_f > 0.05 ? 6 : 2)
      { category: category, signals: matched, severity: severity,
        business_impact: config[:impact] }
    end.sort_by { |p| -p[:severity] }
  end
end

# app/models/deal.rb
class Deal < ApplicationRecord
  has_many :decision_criteria, dependent: :destroy
  has_many :paper_process_items, dependent: :destroy
  belongs_to :account_executive, class_name: "User"
  belongs_to :fde, class_name: "User", optional: true
 
  MEDDPICC_ELEMENTS = %w[
    metrics economic_buyer decision_criteria decision_process
    identify_pain champion paper_process competition
  ].freeze
 
  MAX_SCORE = MEDDPICC_ELEMENTS.length * 3  # 24
 
  MEDDPICC_ELEMENTS.each do |element|
    validates :"#{element}_score", inclusion: { in: 0..3 }, allow_nil: true
  end
 
  def meddpicc_total_score
    MEDDPICC_ELEMENTS.sum { |e| send(:"#{e}_score") || 0 }
  end
 
  def meddpicc_percentage
    (meddpicc_total_score.to_f / MAX_SCORE * 100).round(1)
  end
 
  def forecast_eligible?
    meddpicc_percentage >= 70.0
  end
 
  def risk_elements
    MEDDPICC_ELEMENTS.select { |e| (send(:"#{e}_score") || 0) <= 1 }
  end
 
  def health_status
    pct = meddpicc_percentage
    return :strong if pct >= 80
    return :healthy if pct >= 70
    return :at_risk if pct >= 50
    :critical
  end
end

# app/controllers/deals_controller.rb
class DealsController < ApplicationController
  def index
    @deals = Deal.includes(:account_executive, :fde)
                 .where(stage: %w[evaluation negotiation])
                 .order(close_date: :asc)
 
    @summary = {
      total_pipeline: @deals.sum(:amount),
      forecast_eligible: @deals.select(&:forecast_eligible?),
      at_risk: @deals.select { |d| d.health_status == :at_risk },
      critical: @deals.select { |d| d.health_status == :critical }
    }
  end
 
  def update_scores
    @deal = Deal.find(params[:id])
 
    Deal::MEDDPICC_ELEMENTS.each do |element|
      score = params.dig(:deal, :"#{element}_score")
      @deal.send(:"#{element}_score=", score) if score.present?
    end
 
    if @deal.save
      redirect_to @deal, notice: "MEDDPICC スコアを更新しました"
    else
      render :show, status: :unprocessable_entity
    end
  end
end

# app/services/pipeline_review.rb
class PipelineReview
  def self.generate_agenda(deals)
    deals.map do |deal|
      risk_items = deal.risk_elements
      {
        deal_name: deal.name,
        total_score: "#{deal.meddpicc_total_score}/#{Deal::MAX_SCORE}",
        health: deal.health_status,
        forecast_eligible: deal.forecast_eligible?,
        risks: risk_items.map { |e| e.tr("_", " ").capitalize },
        recommended_actions: recommend_actions(risk_items)
      }
    end
  end
 
  def self.recommend_actions(risk_elements)
    risk_elements.map do |element|
      case element
      when "economic_buyer"  then "EB との面談を AE 経由で設定する"
      when "metrics"         then "PoC 結果から ROI 数値を算出する（FDE）"
      when "champion"        then "技術 Deep Dive で Champion 候補を育成（FDE）"
      when "paper_process"   then "セキュリティ質問票の回答を開始（FDE）"
      when "competition"     then "技術ベンチマーク比較資料を作成（FDE）"
      when "identify_pain"   then "顧客環境の技術診断を提案（FDE）"
      when "decision_process" then "承認フローと関係者を確認（AE）"
      when "decision_criteria" then "評価基準の一覧を顧客に確認"
      end
    end
  end
end

# Nextera Healthcare 案件の MEDDPICC スコア（振り返り）
nextera_scores = {
  metrics:           2,  # PoC で改善率は示した。年間コスト削減額は未算出
  economic_buyer:    0,  # COO にアクセスできていなかった ← 致命的
  decision_criteria: 3,  # 技術評価では全項目クリア
  decision_process:  1,  # 技術評価後のプロセスを把握していなかった
  identify_pain:     2,  # 技術的ペインは特定。ビジネスペインへの変換が弱い
  champion:          2,  # CTO は味方だが EB へのアクセスが弱い
  paper_process:     0,  # 着手していなかった
  competition:       1   # DataForge の存在は知っていたが分析不足
}
 
total = nextera_scores.values.sum  # => 11/24 = 45.8%
# forecast_eligible? => false（70% 未満）